Red Star Kim

NOVEMBER 18, 2022

Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. He surprised us with: “Procurement hates tendering as they are busy so sole sourcing is attractive”.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Strategic Account Management Association

OCTOBER 26, 2021

Procurement leaders, chief financial officers and other senior leaders can be great sponsors if the fit is right. The post FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT appeared first on Strategic Account Management Association blog. I suggest expanding your search beyond title and role, beyond commercial leaders.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. The series of posts on Complex Sales is about the bottom of the pyramid.

Procurement 130

Procurement Stakeholders CRM Government 130

Customer Think

JULY 21, 2023

If you’ve organized your next customer advisory board (CAB) meeting, procured your event site, garnered about a dozen member RSVPs, and created and reviewed all materials and sessions in advance, congratulations! You are well on your way to holding an outstanding, insightful meeting.

Meetings 52

Meetings Procurement Organization 52

Zendesk

JULY 12, 2023

Subscribe to Conversations with Zendesk Stay up to date on the latest episodes on your favorite podcast platform such as Spotify , Apple , YouTube , and Stitcher , or return to the Zendesk blog for new episodes every two weeks.

Artificial Intelligence 52

Artificial Intelligence Procurement Retail Software 52

PandaDoc

APRIL 19, 2023

Purchase order requisitions are often required in large businesses with formal procurement processes. Companies need requisitions and invoices for different reasons, as they serve different purposes in the procurement and payment processes. The post Requisition vs. invoice: Spotting the differences appeared first on Blog.

Procurement 52

Procurement Suppliers Banking Digitalization 52

MTD Sales Training

MAY 3, 2020

You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. MTD Sales Training | Sales Blog | Image at Bigstockphoto.com. STAGE 3 – THE VALUE ADDED SALES PERSON. Happy Selling!

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. I've created a Telegram channel to keep you updated whenever there's a new podcast, webinar, blog post or YouTube video. Use video messages Are you on Telegram? Worth a click Quote of the week. Within each one of those will be dozens of contacts. Guess what?

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Apptivo

APRIL 27, 2022

The Sourcing and procurement module. This module helps with procuring the materials and services businesses Need to manufacture their goods, or the items they want to resell. The Sourcing and Procurement module helps businesses procure the materials and services that they need to manufacture their goods.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Arpedio

OCTOBER 14, 2021

Back to blog. Scope 1, 2, 3 are what you own, what you operate, what you control and what energy is procured in order to power your operation. October 14, 2021. Congratulations Enrico Maria Dal Compare on becoming a certified Salesforce Sustainability Cloud Consultant. ?

Procurement 52

Procurement B2B Account Management Innovation 52

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. Some committees hum; others are more like a ragtag band of misfits. There are so many things wrong with this approach that it’s hard to know where to start.

B2B 198

B2B Sales Decision-making Negotiation 198

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Hubspot Sales

NOVEMBER 27, 2017

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. You should also ask your champion or main contact for access to Procurement relatively early in the process. If yes, can we please have a copy?”. “In

Procurement 95

Procurement Decision-making Negotiation Value Proposition 95

MTD Sales Training

OCTOBER 5, 2018

It’s easier for a person to say ‘I see the potential supplier first, then we discuss the next stages with a buying and procurement team’ than admit they’re not head honcho in the process. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat. Managing Director.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. The post The ultimate guide to solution selling appeared first on Blog.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

MAY 30, 2019

Salespeople can help their prospects by sending them how-to blog posts, offering to run a consultative call, and sending them relevant content resources. Skilled salespeople will have already involved procurement prior to this stage. That knowledge is crucial for presenting a solution with a realistic timeline.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

MTD Sales Training

JUNE 28, 2017

Your buyer may know they need your product or service, but the amount they are able to invest in their future is limited by their purchasing or procurement department. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Past Mistakes. Happy Selling! Sean McPheat. Managing Director.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. In addition to offering only verified PPE options on their website, Project N95 provides tips on how to look for high-quality PPE on their blog on Medium.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

Agile CRM

NOVEMBER 1, 2021

In this blog post, we will be looking at the top BPM platforms for next year. A digital workplace, workflow management, process management, procurement cloud, project management, and low code are among the products offered by the software. The post Top Business Process Management Tools appeared first on Agile CRM Blog.

Management 52

Management Procurement Software Software 52

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging. As well as prospecting tools for CRM ( Vainu , Apollo , Bloobirds ).

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Customer Think

DECEMBER 4, 2022

Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. Customers were willing to pay for this and selected Unilever for their effort.

Suppliers 73

Suppliers Government Profitability Procurement 73

Envisio

NOVEMBER 8, 2023

To write about all of the outcomes of this initiative would need its own dedicated blog post, so, instead, we’ll draw out some pieces that we feel have been exemplary. As of Fall 2023, they have successfully completed the procurement process for several components of acquiring digital infrastructure!

Energy and Utilities 52

Energy and Utilities Supply Chain Internet Digitalization 52

Strategic Communications

NOVEMBER 11, 2021

Both teams must agree on how to allocate the company’s resources—or procure what’s needed—to achieve the goals of the shared strategy. This collaboration can work both ways: “Relatively few sales professionals will want to be investing several hours in something like blogging,” Feinberg shares. TECHNOLOGY CAN HELP.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

Zendesk

DECEMBER 1, 2021

Here, companies can help educate potential customers by creating a solid knowledge base, by providing a chat option to answer questions, and by offering information through blog posts, webinars, and other marketing materials in order to ease the customer into the next step. Customer engagement is key here.

Management 52

Management Procurement CRM Customer Experience 52

Insightly

NOVEMBER 17, 2022

In this blog post, let’s explore each of these best practices more closely. This means various functions, such as marketing, sales, procurement and logistics, have equal access to the same customer information. Plan your CRM adoption strategy. As with any tool, a CRM must be used to be effective.

CRM 52

CRM Decision-making Onboarding Procurement 52

SalesGlobe

SEPTEMBER 12, 2023

A Few Examples A manufacturing company struggled with its account team to get them beyond simply protecting the business and renegotiating contracts at the procurement level. It’s a method the team can master to have more consistently effective discovery and solution-development meetings to become a trusted problem-solver for the customer.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

5600 Blue

NOVEMBER 29, 2017

Deals end up with 3rd party negotiators and/or procurement without knowledge of how you meet business requirements at a higher level of confidence / lower risk than alternatives, to leverage during negotiations. Anecdotally, it was confirmed this tactic was often successful, especially when deals were escalated to senior management.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

SBI Growth

SEPTEMBER 15, 2012

A blog post cannot do this subject justice. Many Fortune 100 executives have benchmarked finance, information technology, human resources and procurement. Sometimes I get asked: “ Should I put the account on autopilot? Last week, a CEO asked me: “ Should I pull the rep off of the account?” My goal is to introduce you to the idea.

Procurement 117

Procurement Key Account Management Sales Finance 117

Brooks Group

MARCH 28, 2024

The key characteristic of a C-level decision maker is that they have significant influence over strategic decisions, resource allocation, and overall direction of the company or a major division within it.

Decision-making 71

Decision-making Logistics Supply Chain Suppliers 71

MTD Sales Training

DECEMBER 8, 2014

These are often in the procurement division and their sole purpose is to gain the best value for the company. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. Economic Buyers . Their views are driven by budgetary efficiencies and financial performance of the product or service. Happy Selling! Sean McPheat.

Stakeholders 48

Stakeholders Procurement Decision-making Sales Training 48

Hubspot Sales

DECEMBER 12, 2019

These consultants address operational processes including procurement, outsourcing, supply chain management, and more. You can market your business in a wide variety of ways: Blogging. Operations Consulting. While strategy consultants primarily work with the “why”, operations consulting addresses the “how”. Speaking and teaching.

Healthcare 114

Healthcare Supply Chain Software Software 114

SBI

JULY 26, 2018

Orrin: I would suggest the following: Our recent webinar with Sirius Decisions’ Peter Ostrow, analyst, “ Sales Asset Management: Procuring Your Short-Cut to Productivity.”. The Modus Digital Sales Enablement Blog Page has interesting articles on sales enablement. Nancy: Who benefits most from your solution?

Procurement 38

Procurement Digital Transformation Sales Media 38

PandaDoc

APRIL 17, 2024

Can contractor management software be integrated with other systems, such as accounting or procurement? The post The ultimate guide to contractor management software with tips and benefits appeared first on Blog. Can contractor management software help in managing multiple contractors and subcontractors simultaneously?

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

Can contractor management software be integrated with other systems, such as accounting or procurement? The post The ultimate guide to contractor management software with tips and benefits appeared first on Blog. Can contractor management software help in managing multiple contractors and subcontractors simultaneously?

Software 52

Software Software Management Construction 52

Apptivo

JUNE 6, 2022

For instance, for the manufacturing industry, ERPs help with material procurement. Supply chain management. ERP covers a wide range of business functionalities that can be hugely beneficial to companies. It helps manage inventory and organize warehouses and alerts when space is running out or items need to be restocked.

CRM 52

CRM Supply Chain Procurement Profitability 52